Conceptualize. Collaborate. Close.
Coastal COMPASS and BARNES International

A seller’s story of how collaborating without ego in an otherwise competitive industry secures an unparalleled sale, making real estate history.

The exquisite French inspired Connecticut estate successfully contracted in record time at the highest number this area has seen in years. The collaborative concepts of Coastal COMPASS and BARNES International began with bi-coastal Litchfield County, CT founding COMPASS member Rick Distel and Fairfield County founding member Susan Vanech. The real estate marketing duo were referred to meet with the owners of La Gentilhommière, Catherine and Dr. Alain de Lotbinière. Because of the pair’s understanding of the unique approach needed to draw the largest possible audience of interested and qualified purchasers, they were selected to represent this multi-million dollar estate. For this seller, the team would be in search of those yearning for a European luxury lifestyle located in New York City’s backyard. Vanech and Distel knew traditional marketing strategies would not reach the right collection of connoisseurs of life. They knew in order to meet the expectations of this magnificent home’s stewards they would need to consciously and creatively curate a pool of interested parties.

Enter Compass’ CEO Robert Reffkin who shared with Vanech (founder of the co marketing division, Coastal COMPASS) that he had solidified a relationship with the world’s largest international real estate firm, BARNES INTERNATIONAL. BARNES is based in France with a powerful North American presence. Vanech was introduced to Jean Christophe Thouait, CEO BARNES North America, who was equally obsessed about the opportunity. Thouait shared, “The collaboration between BARNES and COMPASS leverages our strengths in luxury real estate & the French art de vivre expertise. This partnership allows COMPASS agents to access BARNES International clientele and exclusive luxury properties across 20 countries, while BARNES agents gain entry to COMPASS’ extensive US listings. This collaboration enhances the ability of both companies to serve ultra-high-net-worth clients by providing seamless access to prestigious markets and properties worldwide, thereby expanding their influence and reach in the luxury industry sector.”

MaryLowe, WillHardy, SusanVanech | Photo by Carrie Braley

Once understanding there was a strong shared mindset, Thouait invited Vanech to tour Maison Barnes and Cafe Boulud in NYC, helmed by internationally renowned and acclaimed Chef Daniel Boulud. In return, this meeting inspired La Gentilhommière owners, Catherine and Dr. Alain, to invite Thouait to tour their Connecticut manoir while Vanech hosted a Coastal COMPASS event for women of wealth including guests from Lamborghini, Fountain Life, Kimberly Pucci Atelier and other luxury lifestyle brands – a massive collaborative effort to subtly showcase the property.

Soon after, the property was launched on the BARNES global site reaching an audience of 150,000 high net worth and ultra-high-net-worth individuals.

To maintain the real estate momentum, Vanech created a tri-state networking event where Thouait was invited to speak at the château amongst COMPASS leadership including Alexa Mullen, Jason Wilson, Mary Lowe, and Barbara McKee. Coastal COMPASS agents and brand partners attended along with top performing COMPASS agents traveling from Palm Beach, Florida, the Hamptons, New York City, Westchester, New Jersey and Connecticut’s Gold Coast. Robert Reffkin, had this to say about the relationship with BARNES and the event attended by his chief of staff, Will Hardy.

“Partnering with an international brand in the real estate industry is a transformative experience that leverages the strengths and expertise of both groups. By collaborating without ego, we can tap into a diverse pool of ideas, innovative strategies, and markets that transcend geographical boundaries. This synergy enables us to anticipate and meet the evolving needs of our hyper local, national and global clientele more effectively.”

Photo by Alan Barry

Photo by Alan Barry

The energy and excitement around this experiential event at La Gentilhommière transcended geographical boundaries for certain. In fact, Vanech had to excuse herself to take a call from an international buyer that presented the winning bid on this Connecticut estate. It became clear the collaborative marketing exposure through innovative, invitation-only gatherings organically drew interested parties. When well presented, its hard not to have an authentic attraction to and appreciation for one-of-a-kind offerings. Vanech asserts, “This is the elevated service our luxury estates deserve.”

Most importantly, the sellers were asked how they felt about the collaborative marketing efforts. (It is important to note, before engaging Vanech and Distel, the home previously had been listed for a year, with zero offers presented during the height of a busy market leaving the sellers unimpressed and disappointed). After experiencing the power partnership of Vanech and Distel and the collaboration between COMPASS and BARNES, this is what Dr. Alain de Lotbinière. said about the new relationships, “Our expectations were not only met, they were surpassed.” Regional real estate milestones were surpassed as well.

According to Oscar Losada, CEO BARNES Yachting in the Americas, the success of this record breaking sale can be attributed to “the synergy between BARNES International and COMPASS reflecting the natural evolution of two companies that dominate their own markets but desire to continue growing through an alliance with another entity of the same caliber and culture.”

From concept to close a Coastal COMPASS collaboration results in success for clients navigating from harbor to home and everywhere in between.